ORCID Profile
0000-0001-7090-7837
Current Organisation
University of New South Wales
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Publisher: Institute for Operations Research and the Management Sciences (INFORMS)
Date: 04-2018
Abstract: We develop and test a new methodology that assigns geographical units (such as ZIP codes) to market segments by simultaneously considering bases of segmentation, such as customer attitudes and needs, such that the resulting segments display a high level of spatial concentration. Such concentrated segments are managerially desirable because of the logistical and administrative efficiencies created by implementing spatially concentrated segment-level strategies. The suggested approach captures spatial dependence flexibly while allowing us to identify managerially actionable segments that effectively balance homogeneity and spatial concentration. An illustrative empirical application demonstrates how the results can be utilized to derive consumer insights for actionable segmentation strategies. A Monte Carlo simulation and an assessment of the quality of the segments obtained from the empirical application support the value of the proposed spatially dependent segmentation method. This paper was accepted by Pradeep Chintagunta, marketing.
Publisher: Springer Science and Business Media LLC
Date: 28-04-2017
Publisher: Wiley
Date: 29-09-2018
DOI: 10.1111/BJET.12589
Publisher: Informa UK Limited
Date: 22-02-2018
Publisher: SAGE Publications
Date: 07-2004
DOI: 10.1509/JMKG.68.3.48.34766
Abstract: When firms’ customers are located in geographically dispersed areas, it can be difficult to manage service quality because its relative importance is likely to vary spatially. This article shows how addressing such spatial aspects of satisfaction data can improve management's ability to implement programs aimed at enhancing service quality. Specifically, managers can identify areas of high service responsiveness, that is, areas in which overall satisfaction is low but customers are highly responsive to improvements in service quality. The authors estimate the spatial patterns using geographically weighted regression, a technique that accounts for spatial dependence in the variables. They apply this methodology to a large national s le of automobile customers served by a network of dealerships across the United States. The authors also investigate the extent to which factors related to the physical and psychological landscape explain the importance that people in different regions place on dealership service and vehicle quality.
Publisher: SAGE Publications
Date: 04-06-2015
Abstract: Student engagement is an ongoing concern for educators because of its positive association with deep learning and educational outcomes. This article tests the use of a social networking site (Facebook) as a tool to facilitate asynchronous learning opportunities that complement face-to-face interactions and thereby enable a stronger learning ecosystem. This student-centered learning approach offers a way to increase student engagement and can have a positive impact on academic outcomes. Using data from a longitudinal quasi-experiment, the authors show that students who participated in both face-to-face on-c us classes and asynchronous online learning opportunities were more engaged than students who only attended face-to-face classes. In addition, the findings show that participation in the asynchronous setting relates significantly and positively to students’ academic outcomes (final grades). The findings have notable implications for marketing education.
Publisher: Elsevier BV
Date: 2017
DOI: 10.2139/SSRN.3037427
Publisher: Emerald
Date: 11-07-2017
Abstract: Extant literature indicates that increased product market ersification generates both positive and negative impact on firm performance. This inconclusive pattern hinders the decision-making of deploying a firm’s resources across different markets. This research aims to embed ersification into a moderation-based framework and demonstrates the conditions under which increased ersification produces either beneficial or harmful effects on firm outcomes. The authors introduce another market configuration dimension, viz., market emphasis, and reveal how changes in ersification and in emphasis yield interactive effects on an important firm performance indicator, idiosyncratic risk. An additional moderator, market turbulence, is also incorporated to further enrich the model in a three-way interaction. Results show that when market turbulence is high, and a firm highly skews its resources to some of its markets, ersifying into more market domains will increase firm idiosyncratic risk. A better choice during increased ersification is to evenly emphasize each of its markets. However, in a market displaying low turbulence, the high ersification-high emphasis pattern may be preferred because of lower firm risk. To test the hypotheses, the authors collected a comprehensive archival data that contained a large group of public traded US-based manufacturing companies from three different resources. These were the Compustat Annual Database, the Center for Research in Security Prices database and Compustat Business Segment Database. These databases and the combinatorial approach are widely adopted in marketing and management research involving firm strategies and financial outcomes. When market turbulence is high, simultaneously increasing market ersification and emphasis will more strongly raise firm idiosyncratic risk. However, polarizing into either ersification or emphasis reduces firm risk. When in a low turbulence market, expanding to more product markets and simultaneously emphasizing key markets will decrease idiosyncratic risk. One noticeable fact is that irrespective of whether a firm is in high or low turbulence conditions, choosing a ersification strategy always decreases firm risk when market emphasis is low. However, the impact of this effect however is higher when turbulence is greater. The authors also present the boundary conditions under which the three-way interaction holds. First, the extension to the utilization of idiosyncratic risk stretches the understanding of effective ways of reducing firm risks from an angle of marketing management. This view of firm risk also contributes to further analysis of shareholder value. Classic corporate asset valuation focuses more on the financial performance indicators as well as the firm’s strategic domains. This research thus provides a unique and meaningful guideline for the corporate valuation approach from the angle of analyzing the firm’s business segment scope and emphasis in the context of the environment. The idea about how many product markets a firm should enter is always one of the primary decisions that contain significant trade-offs. This makes the managers choice difficult during the decision-making processes. The authors suggest that managers should not only consider the scope of product markets but also think carefully about the resources allocated toward each segment. A matrix with dimensions of ersification and emphasis can be explicitly studied during the strategy formulation. The in idual blocks within this matrix may have significant outcome differences. Previous research focuses on either a firm’s internal assets or external competitive situations when researchers seek the drivers of risk-reduction. This research extends this horizon by adding the interplay between a set of fundamental firm decision areas, ersification and emphasis and the external conditions facing a firm (turbulence).
Publisher: Telos Press
Date: 03-2011
DOI: 10.3817/0311154075
Publisher: Oxford University Press (OUP)
Date: 04-2007
Abstract: Several studies have previously documented the existence of a perception gap-the extent to which quality-of-life ratings provided by nursing home residents and caregivers erge. In this study we use Helson's adaptation-level theory to investigate three types of antecedents: (a) focal factors, (b) background factors, and (c) residual factors. We calculated the perception gap for 11 quality-of-life domains. Caregivers rated both job satisfaction and their perception of quality of life of residents in the unit where they provided service. Concurrently, residents from these units completed quality-of-life interviews. We computed the perception gap by subtracting the residents' ratings from the caregivers' ratings for each quality-of-life domain. We conducted a hierarchical linear model using 3,850 observations to predict the perception gap. Caregivers perceive quality of life to be lower than residents do across all domains fairly consistently. Caregiver demographics do not directly predict the perception gap. However, satisfaction with work, pay, and promotion were significant predictors (p <.05), and satisfaction with supervisor was a marginally significant predictor (p <.10), of the perception gap. As satisfaction with these job dimensions increased, the perception gap decreased. Additional models show that several caregiver demographics directly influence job-satisfaction dimensions, though they did not influence the perception gap. Job-satisfaction dimensions, rather than caregiver characteristics, are the appropriate predictors of the perception gap. However, caregiver demographics exert their influence indirectly by means of job satisfaction. A key finding is that higher job satisfaction leads to a smaller perception gap. Helson's adaptation-level theory appears to be a useful approach for understanding the antecedents of the perception gap.
Publisher: Springer Science and Business Media LLC
Date: 02-07-2018
Publisher: Informa UK Limited
Date: 2014
DOI: 10.1080/07359683.2014.874854
Abstract: Weather and its fluctuations have been found to influence the consumption of negative hedonic goods. However, such findings are of limited use to health marketers who cannot control the weather, and hence, its effects. The current research utilizes data obtained at the zip-code level to study geographical variations in the effect of weather on tobacco consumption across the entire continental United States. The results allow health marketers to identify areas that will be most responsive to marketing efforts aimed at curtailing negative hedonic consumption and thus implement more effective, region-specific initiatives.
Publisher: Elsevier BV
Date: 12-2008
Publisher: SAGE Publications
Date: 21-02-2021
Abstract: Across two studies, this research examines the effects of positive versus negative framing of health messages on food consumption, in the relatively short and long run. Specifically, it studies the effects of multiple exposures to health messages over time (Study 1), using daily food consumption diary data. It replicates and extends those findings in a cross-sectional, single exposure setting to tease out the in idual effects of positive and negative framing with consumption intentions as the dependent variable (Study 2). With this combination of an externally and internally valid setup, our research provides robust evidence of the associations of message effectiveness and behavioral outcomes. Our findings suggest that negative messages are more effective than positive messages in the short term but importantly, in the long term as well, suggesting that transforming consumption in the long term can be a viable social marketing objective with the appropriate message tactics. JEL Classification: M31, M37
Publisher: Springer Science and Business Media LLC
Date: 26-03-2018
Start Date: 2015
End Date: 2017
Funder: Australian Research Council
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